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#CNX14 - Accelerate Pipeline with Pardot: The Salesforce B2B Marketing Automation Solution


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Meet Pardot—your new marketing secret weapon. Learn how adding marketing automation to your CRM can help optimize your lead generation, move leads through the funnel, and get the right leads to the right people at the right time. By closing the loop on your ROI machine, you can show marketing’s contribution to the bottom line and improve your go-to-market process.

Marketing automation can help:

Generate better leads
Nurture and qualify leads for sales
Increase close rates
Provide marketing insight for your go-to-market team

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#CNX14 - Accelerate Pipeline with Pardot: The Salesforce B2B Marketing Automation Solution

  1. 1. Track: Salesforce for Marketers #CNX14 #CNX14 Accelerate Pipeline with Pardot Mathew Sweezey, Marketing Evangelist, Pardot @msweezey Colin Berta, Sales Engineer, Pardot @pardot
  2. 2. Track: Salesforce for Marketers #CNX14 Safe Harbor Safe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services. The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and any possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site. Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available., inc. assumes no obligation and does not intend to update these forward-looking statements.
  3. 3. Track: Salesforce for Marketers #CNX14 1969-2014 There is more power in a Google search than NASA used to land a man on the moon.
  4. 4. Track: Salesforce for Marketers #CNX14 Billions of blogs & communities Conversations are Exploding 2.5 billion UK NIHR 2013 500 million tweets/day 200 million hours watched/day emails sent/day
  5. 5. Track: Salesforce for Marketers #CNX14 The Way Customers Find Information Has Changed Email Website Social Media Community References Customer
  6. 6. Track: Salesforce for Marketers #CNX14 More Than Ever, Customers Are Educating Themselves Customers contact sales reps when they’ve completed 60% of the purchase decision process Customer Interest Begins Customer Purchase Decision
  7. 7. Track: Salesforce for Marketers #CNX14 More Than Ever, Customers Are Educating Themselves More accurately, 60% of the sales process just disappeared Customer Interest Begins Customer Purchase Decision
  8. 8. Track: Salesforce for Marketers #CNX14 More Than Ever, Customers Are Educating Themselves By the year 2020, 85% of the sales process is expected to disappear Customer Interest Begins Customer Purchase Decision
  9. 9. Track: Salesforce for Marketers #CNX14 A Disjointed Approach to Sales and Marketing Doesn't Cut it Anymore 79% of Marketing leads ARE NOT pursued Limited Visibility Poor Lead Quality Not Enough Leads Low Lead Conversion Missed Revenue Target
  10. 10. Track: Salesforce for Marketers #CNX14 “We need to stop interrupting what people are interested in & be what people are interested in.” Craig Davis Chief Creative Officer, Worldwide J. Walter Thomson (World’s 4th Largest Ad Agency)
  11. 11. Track: Salesforce for Marketers #CNX14 What if Marketing could influence the conversation?
  12. 12. Track: Salesforce for Marketers #CNX14 B2B Marketing Automation for Salesforce Market Smarter. Sell Faster. Delight Customers. Single point for marketing execution Complete visibility into cross channel marketing Identify truly hot leads, and get them to sales fast Prove value on all marketing efforts
  13. 13. Track: Salesforce for Marketers #CNX14 How does it work?
  14. 14. Track: Salesforce for Marketers #CNX14 Fill Your Pipeline with a Steady Flow of Qualified Leads Easily create campaigns to find new prospects Send emails that cater to specific prospect needs Connect to new leads across multiple channels
  15. 15. Track: Salesforce for Marketers #CNX14 Enable Sales to Pursue the Best Leads at the Right Time In-depth prospect tracking and analytics Get notified of Sales alerts in real time through LeadDeck Access to a complete prospect profile with Salesforce Integration
  16. 16. Track: Salesforce for Marketers #CNX14 Gain the Insight to Make Better Decisions Establish accountability between Sales and Marketing Measure revenue contribution and track ROI Make smarter decisions and justify marketing spend
  17. 17. Track: Salesforce for Marketers #CNX14 Demonstration Colin Berta Sales Engineer, Pardot
  18. 18. Track: Salesforce for Marketers #CNX14 Three Perspectives, Many Benefits 1 2 3 Prospect Marketing Sales Ron Abelin VP of Operations, Datatek Ventures Michelle Marketing Manager, Career Builder Chris Account Executive, Career Builder
  19. 19. Track: Salesforce for Marketers #CNX14 Lisa Schuble Email and SMS Marketing Manager
  20. 20. Track: Salesforce for Marketers #CNX14 Did you “Win a Trip to Dreamforce on Pardot”? Check: Under Your Chair Find: The Golden Ticket Win: A free pass to #DF14 with Hotel
  21. 21. Track: Salesforce for Marketers #CNX14 Take the after-session survey! Take the Survey in the Connections 2014 Mobile App Join the Conversation! #CNX1 4 $50 Starbucks Gift Card
  22. 22. Track: Salesforce for Marketers #CNX14 Questions?
  24. 24. Track: Salesforce for Marketers #CNX14